Intuition and entrepreneurial behaviour

Abstract

Entrepreneurs can be differentiated from non-entrepreneurs on the basis of intention, but intention is not always translated into performance that produces entrepreneurial outcomes. It is proposed that an alternative basis for differentiation is cognitive style (preferred approach to information processing). The present study hypothesizes that those owner managers who are, in practice, successful at identifying and exploiting opportunities for growth and capital accumulation (i.e., successful entrepreneurs) are (1) more intuitive in their cognitive style than the general population of managers; (2) no different in cognitive style from senior managers and executives; and (3) more intuitive than middle and junior managers. A questionnaire containing the Cognitive Style Index (CSI), a measure of the intuitive-analytic dimension, was distributed to the 437 founders of high growth companies listed in the latest edition of the publication Local Heroes (Scottish Enterprise, 1997). The 156 replies (representing a response rate of 35% were compared with those of 546 managers from various organizations who had completed the questionnaire previously. Results showed that all three hypotheses were upheld. Although the study was essentially exploratory, the findings are encouraging. They suggest fertile ground for further research by highlighting the importance of cognitive aspects of entrepreneurial behaviour.